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Sales Management: A multinational perspective de Paolo Guenzi

Sales Management: A multinational perspective

Autor Paolo Guenzi, Susi Geiger
en Limba Engleză Paperback – 10 ian 2011
Sales Managementoffers a global perspective on the opportunities and issues facing today's sales managers. Current textbooks have failed to move beyond the US context;Sales Managementprovides unique access to European and international experts, with globally relevant case studies.Accompanying online resources for this title can be found at bloomsburyonlineresources.com/sales-management. These resources are designed to support teaching and learning when using this textbook and are available at no extra cost.
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Specificații

ISBN-13: 9780230245952
ISBN-10: 0230245951
Pagini: 448
Ilustrații: 40 illustrations
Dimensiuni: 189 x 246 x 28 mm
Greutate: 0.98 kg
Ediția:2011
Editura: Bloomsbury Publishing
Colecția Red Globe Press
Locul publicării:London, United Kingdom

Caracteristici

Companion website featuring case study answers, PowerPoint slides and other essential resources

Notă biografică

PAOLO GUENZI Director of Sales Management Courses and Associate Professor of Corporate Economics and Management at Bocconi University, Italy.SUSI GEIGER Senior Lecturer at Quinn School of Business, University College Dublin, Ireland. She has been widely commended for her contributions to international marketing journals and research.

Cuprins

Sales Management in the 21st CenturyPART ONE: FORMULATION OF THE SALES PROGRAM: DEFINING SALES STRATEGIES AND SALES FORCE CULTUREManaging Change in the Sales Force Integrating Sales and Marketing Designing and Implementing a Key Account Management Strategy Delegation of Pricing Authority to Sales People Customer Relationship Management System Implementation in Sales Organizations Ethics in Personal Selling & Sales Management PART TWO: FORMULATION OF THE SALES PROGRAM: DEFINING SALES FORCE INVESTMENT AND STRUCTURE Sales Planning and Forecasting Sales Force Organization and Territory Design Sizing the Sales Force International Selling PART THREE: IMPLEMENTATION OF THE SALES PROGRAM: CREATING & DEVELOPING COMPETENCIES Sales Force Recruitment and Selection Sales Force Training PART FOUR: IMPLEMENTATION OF THE SALES PROGRAM: DIRECTING EFFORTS Team Leadership and Coaching Sales Control Systems Sales Force Motivation Sales force Compensation PART FIVE: SALES PEOPLE'S RESPONSES Salespeople's Self-Management: Salespeople's Knowledge, Emotions and Behaviours PART SIX: EVALUATION OF THE SALES FORCE Sales Force Performance and Evaluation.

Descriere

Sales Management offers a global perspective on the opportunities and issues facing today's sales managers. Current textbooks have failed to move beyond the US context; Sales Management provides unique access to European and international experts, with globally relevant case studies.Accompanying online resources for this title can be found at bloomsburyonlineresources.com/sales-management. These resources are designed to support teaching and learning when using this textbook and are available at no extra cost.